What larger customers demand.
WHAT COMES UP IN SALES
Security questionnaires Requests for certifications Data protection agreements Insurance requirements
WHAT CERTIFICATIONS SIGNAL
That an independent party examined your practices.
WHAT THEY COST
Substantial money and time, annually.
WHEN TO PURSUE ONE
When deals are being lost for its absence, and the revenue justifies it.
WHAT TO DO BEFORE THEN
Document your practices honestly Answer questionnaires truthfully Offer evidence of what you actually do
WHY TRUTHFULLY
Claiming a certification you do not hold is fraud, and it is checked.
WHAT PREPARATION HELPS REGARDLESS
Written policies Access control, enforced Logging Change management Incident response Vendor review
WHY THOSE SPECIFICALLY
They are the substance of most frameworks, and worth having anyway.
WHAT TO PREPARE IN ADVANCE
A standard security document answering the usual questions.
WHAT THAT SAVES
Days per enterprise deal.
WHAT TO NEVER AGREE TO
Obligations you cannot meet Unlimited liability Audit rights you cannot support
WHAT TO NEGOTIATE
Liability limited to a reasonable figure.
WHAT TO ESTABLISH
Which regulations apply to your customers, since their obligations become your requirements.
